If You Sell To Sales Executives... If you sell to sales executives, change your fiscal year to January 31 or February 28. Why make life unnecessarily harder on yourself by trying to close deals with the very people that are trying to close their own deals at the same time? Salesforce.com, a company that knows something about selling to sales executives, ends their fiscal year January 31st. Don’t expect as many email or phone responses from sales executives as you approach the end of the month or quarter. Be respectful and wait to call them a couple of days after the period ends. Likewise, most sales executives are on smart phones, so with new prospects, send short emails that are easy to read and respond to, and that don’t require a lot of thinking and processing. If you don't sell to sales executives and this example doesn't apply to you, what can you do to make buying easier? What kinds of patterns or challenges or seasonalities do they live with that you can work around, rather than fight against?